An expression used frequently in the past and still used by some people today when describing a brilliant salesperson is ‘They could sell ice to Eskimos.’ Maybe you find selling your product or service just as difficult to sell from time to time. But is selling ice to an Eskimo [...]
It was Albert Einstein who said ‘The definition of insanity is to carry on doing things the way you have always done them and expect to get different results.’ If you have been doing your very best to bring in more business, and you want to be selling a lot [...]
As you may know, I am the greatest believer in generating as much business as possible from referrals because referrals are usually easier to make an appointment with, easier to sell to and more likely to refer you on to others. What many people forget is that suppliers can be [...]
Do prospects sometimes say ‘I am happy with my current supplier.’ It happened to me often when I was working full time in sales. Maybe your prospect is really happy – delighted even? Maybe they have just got used to and accept the average or even mediocre standard of product [...]
Top salespeople are amongst the highest paid people in the world and if you are not amongst this exclusive group, this could be why… I frequently meet and work with salespeople who are earning £300,000 a year and a great deal more. They earn that level of income because they [...]
I frequently read articles in the Sales Press and hear several so called Sales Gurus speaking about the fact that selling has changed, that the old ways of selling do not work any more and similar statements on and around the theme. So is it true? If I go back [...]
People buy for emotional reasons and sometimes but certainly not always, need logical reasons to justify their decision. Think about some your own buying decisions for a moment. Did you ever go out and buy a new pair of shoes when you had plenty already and your favourite pair just [...]
This is a photograph of someone having a session on the telephone to make appointments with prospective customers. What is wrong with this photograph? Think about it, then scroll down the page and read on: Answer: They are not using [...]
Never give away concessions… Concessions are for trading, not giving away; so never give anything away without getting something in return. If you do, you are not negotiating at all, you are giving in. There is also another excellent reason for not giving away concessions. A concession given away too [...]
Nibbling is one of the negotiating techniques I use frequently and with great success and especially when I am buying something of some significant value. It is also likely to be a technique that has been or will be used on you in some form or another. Here is one [...]
